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Impact of assertive and defensive impression management tactics on recruiter evaluation: The case of post‐failure entrepreneurs in employment interviews
Author(s) -
Cusin Julien,
PasseboisDucros Juliette
Publication year - 2020
Publication title -
canadian journal of administrative sciences / revue canadienne des sciences de l'administration
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.347
H-Index - 48
eISSN - 1936-4490
pISSN - 0825-0383
DOI - 10.1002/cjas.1552
Subject(s) - bankruptcy , impression management , assertiveness , trial by ordeal , psychology , human resource management , psychological contract , public relations , social psychology , business , management , political science , economics , law , finance
This study investigates how human‐resource professionals examine, during a job interview, the application of post‐bankruptcy entrepreneurs seeking to rebound as salaried workers. We assume that the way candidates talk about their failure (impression management tactics—IM) impacts the assessment of the recruiter. Thanks to an experimental methodology we compare the impact of three distinct IM tactics on the assessment of the hiring manager (a defensive IM tactic based on excuses, a defensive IM tactic based on justification, and an assertive IM tactic). We demonstrate that recruiters are more inclined to recruit the post‐bankruptcy entrepreneur if the candidate has been able to turn the ordeal into an element of self‐valorization.